Now that December is here, it is time for me to solidify my goals for 2013. As always, I balance and set goals in all areas to maximize my growth as a person and as a professional. I have goals for health that include a targeted lifetime eating plan; goals for my business that emphasize […]
Getting into Gratitude to Improve Your Sales
Let’s face it, sales can be a hard profession. If you’re on a commission only basis, then you know how easy it is to go from hero to zero at the beginning of each month as your quota starts over. You are constantly under pressure to make all kinds of numbers and metrics – number […]
Your 4-Step Plan for Prospects Who Aren’t Calling You Back
We’ve all got a pipeline full of them: prospects who sounded good in the beginning, but now there’s no news from them. Are they still interested? Have they found another solution? Was it something we said or is the price too high or have they changed their mind? Who knows – they simply aren’t responsive. […]
How to Improve a Bad Script
If you missed my workshop on writing a killer prospecting script last week, then you missed a golden opportunity to take an ineffective script and turn it into a script that engages your prospects and helps you build the rapport you need to determine whether or not you’re dealing with a true buyer for your […]
One Crucial Lesson My Manager Taught Me
If I asked you what the most important tip, technique or strategy is that you learned in your sales career, what would you say? I easily remember the one that I learned early on because I’m reminded of it nearly every day. In fact just last week I read a story about Gary Emanuel, the […]
Experienced Sales Reps – Should You Hire Them?
Who would you rather hire for your inside sales team – an experienced inside sales rep with experience selling different products or services across several companies, or someone new to sales, say a college graduate, or how about a waiter or bar tender or someone one else new to sales? The proper answer here, of […]
Three Simple Rules for Success in Sales
If you want to know what truly separates top performers in sales, then look no further than these three simple characteristics below. Each and every top professional I know practices these habitually, and when I focused on these early in my career, I, too, became the top producer in my office of 25 sales reps. […]
The Easiest Way to Evaluate Your Inside Sales Reps
Do you know the name, Phil Emery? He is the G.M. of the Chicago Bears and his rise to this prized position – there have only been five G.M.’s in Bears history – is one of the fastest in all of the NFL. Emery started out as the strength and conditioning coach at the Naval […]
Three Words to Close More Sales
Any Top Closer will tell you that the secret to closing sales is in getting your prospect to disclose to you whether or not they are going to be a sale and getting them to tell you what you must do or say to close the deal. The reason this is key is because only […]
Summer Sales Slow? 5 Things to do NOW!
I don’t know about you, but in the middle of July business slowed down and after that it nearly stopped… We do have business, of course – very much like you – but the pace of business, the new leads and especially the urgency of the first half of the year seem gone… What happened?? […]